{"id":54118,"date":"2026-02-01T12:18:30","date_gmt":"2026-02-01T18:18:30","guid":{"rendered":"https:\/\/heartbeat.ai\/healthcare\/dso-decision-makers-how-to-target\/"},"modified":"2026-02-27T13:27:47","modified_gmt":"2026-02-27T19:27:47","slug":"dso-decision-makers-how-to-target","status":"publish","type":"post","link":"http:\/\/heartbeat.ai\/resources\/provider-contact-data\/dso-decision-makers-how-to-target\/","title":{"rendered":"DSO decision makers: role-first targeting that routes to the real approver"},"content":{"rendered":"

\"54117\"<\/p>\n

DSO decision makers: role-first targeting that routes to the real approver<\/h1>\n

Ben Argeband, Founder & CEO of Heartbeat.ai<\/strong> \u2014 Strategy-first; avoid salesy tone.<\/p>\n

When teams miss DSO decision makers, it\u2019s rarely because they can\u2019t find names. It\u2019s because they start with the wrong decision<\/em>, the wrong region<\/em>, and the wrong role<\/em>\u2014then they burn touches on people who can\u2019t approve anything. A DSO (Dental Service Organization) centralizes some combination of operations, recruiting, and purchasing and vendor management across multiple practices. This playbook is a routing workflow: map the decision to the stakeholder, route by region, confirm ownership fast, then pitch.<\/p>\n

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